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CHAPTER
Learning Objectives
To Understand:
The definition of personal selling The three prescriptions for a personal selling philosophy The emergence of relationship selling in the Age of Information The rewarding aspects of a sales career
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Learning Objectives
To Understand:
Different employment settings in selling today How personal selling skills:
Have become one of the master skills in the Information Age Contribute to knowledge workers work.
1-3
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Personal Selling
Stages of a sales call:
The approach Needs discovery Presentation Negotiation of buyer concerns The close
1-6
FIGURE
1.2
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Outside salespeople
Both inside and outside salespeople often work closely together
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Achieve Global
www.achieveglobal.com
Huthwaite, Inc.
www.huthwaite.com
Richardson E Learning
www.richardson.com
1-18
Many salespeople are returning to the classroom to earn certification in sales or a sales-related area.
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